At the time of this writing, we are about one month removed from the 2026 Fab Forum hosted by The Hill Group in Franklin Park, Illinois. Hill is a full-service mechanical contractor that includes fire protection, testing/adjusting/balancing and an architectural group.

Every plumbing contractor knows what it’s like to have a technician who stands out from the crowd on day one, immediately demonstrating immense talent and limitless potential. 

If you search the Internet for the definition of the word “business,” you’ll find a version of this idea: “Business is an organization that provides goods and services to the community in exchange for money, with the goal of becoming profitable.”

Disruption has become a permanent feature of leadership conversations in wholesale distribution. It shows up in discussions about technology, workforce dynamics, regulation, and shifting customer expectations. 

When the pandemic cast many people out of their workplaces and into their home offices, dining rooms and kitchen nooks, an argument began to spread that it was impossible to develop a strong culture remotely. 

The HVACR industry has never lacked for complexity. Changes to regulations, evolving technology, and the constant pressure of a competitive market have always kept distributors on their toes.

Distributors have been offering value-added services ranging from kitting, construction equipment rental and lighting design services to full-service supply chain solutions.

In my conversations with distributor sales teams across the country, one theme comes up more consistently than any other: finding information takes too long. 

Most plumbing businesses invest in fairly predictable marketing: Google Search ads, a Facebook or Instagram presence, maybe a yard sign at a job site and a wrapped truck.